Selling pet products online is one of the most interesting eCommerce opportunities in Spain. The market keeps growing, customers buy frequently and are highly engaged with their pets. But it’s also a very competitive sector, with large specialist chains and marketplaces squeezing margins.
In this guide we review, step by step, what a brand, manufacturer or store needs to sell online successfully.
1. Understand the market and your customer
Spain has more than 15 million registered pets and petfood exceeds €2.1 billion in revenue (you’ll find all the figures in the petfood market in Spain in 2025). But behind every purchase there are very different profiles: the first-time owner who needs advice, the expert looking for a specific brand, the professional buying for their clinic or store.
Before designing your store, define clearly who you sell to: dogs, cats or other species? Food, accessories, hygiene or health? End consumers, the trade channel or both?
2. Choose the right platform
There’s no single best platform for everyone. The choice depends on catalog size, ERP integrations, whether you sell B2B, subscriptions and international expansion. At TRILOGI we are technology-agnostic and evaluate every project with eight criteria: time to launch, features, integration, adaptability, security, SLA, dependencies and total cost.
- Shopify or Shopify Plus for D2C brands that want to launch fast.
- PrestaShop or WooCommerce for mid-sized catalogs with custom needs.
- LogiCommerce for large catalogs, B2B and B2C on a single platform and complex integrations.
To go deeper, here’s our guide on how to build a professional online store.
3. Build a catalog that helps customers choose
In the pet sector the catalog is complex: species, breeds, sizes, ages, bag sizes, flavors and special needs. A good online catalog needs:
- Filters by species, age, size and need (neutered, sensitive, senior, grain-free…).
- Complete product pages: ingredients, analysis, recommended portions, sizes and real photos.
- Well-handled variants: pack sizes and sizes on a single product page, not twenty separate products.
- Expert content that answers questions before customers even have them.
4. Attract qualified traffic
- SEO: content by species, breed and need, and optimized product pages. It’s the most profitable channel in the medium term. More in eCommerce SEO.
- Google Shopping and Search to capture people already searching for your product. We cover it in Google Ads for eCommerce.
- Social media and UGC: pets are the most shared content on the internet. Leverage your customers and specialist creators.
- AI visibility: more and more owners ask ChatGPT which pet food to choose. Working on GEO helps you appear in those answers.
5. Convert and retain: repeat purchases are everything
The sector’s greatest asset is recurring purchases. A customer who reorders every month for years is worth far more than any one-off sale. To make it happen:
- Subscriptions and replenishment reminders calculated for each pet. We explain it in how to sell pet food by subscription online, and you can try the calculation in our pet food bag duration calculator.
- Automated email and SMS: welcome, replenishment, pet’s birthday, life-stage changes.
- Loyalty programs and perks for your best customers.
- Instant support with an assistant based on AI Agents that recommends products and answers questions at any time.
6. Decide your marketplace strategy
Amazon and other marketplaces bring visibility and volume, but they also compress margins and distance you from the customer. The best strategy is usually to combine: marketplaces to acquire and your own store to retain, with stock, prices and orders synced across all channels.
7. Don’t forget the trade channel
If you’re a manufacturer or distributor, veterinary clinics, stores and breeders also want to buy online, with their own pricing and history. A B2B portal integrated with the ERP multiplies sales efficiency. We cover it in B2B eCommerce in the veterinary sector.
8. Comply with regulations
- Veterinary medicines can only be sold remotely if they don’t require a prescription, and only by authorized pharmacies and establishments, meeting the requirements of Royal Decree 666/2023.
- Animal Welfare Law 7/2023 changed the rules for stores: they can no longer sell dogs, cats or ferrets, which increases the weight of food, accessories and services.
- Labeling, consumer information, data protection and terms of sale: the usual in eCommerce, but done right.
Conclusion
Selling pet products online successfully takes more than a pretty store: a catalog that helps customers choose, qualified traffic, a solid repeat-purchase strategy and all channels connected. Brands that achieve it build years-long relationships with their customers.
At TRILOGI we are a marketing and eCommerce agency for the pet sector and have worked with brands such as Ownat, Kit Cat, VetNova, Cotecnica, Albet and Freedog. If you want to grow your brand online, let’s talk.
